VP, Wealth and Insurance Solutions - EMEA

Equisoft is a global provider of digital solutions for insurance and investment sectors, trusted by more than 300 leading financial institutions worldwide. The role is VP, Wealth and Insurance Solutions - EMEA, a full time, permanent position reporting to the Chief Sales Officer.

• Location: UK (London) - fully remote work is possible.
• Hours: 37.5 per week.
• Day 1 benefits: Private Medical Insurance, Life Insurance, Pension matched contribution, flexible hours and educational support (LinkedIn Learning, LOMA Courses, Equisoft University).

The VP, Wealth and Insurance Solutions - EMEA is a consultative enterprise sales role with a pure hunter mandate. The incumbent identifies, pursues and closes net new Annual Recurring Revenue with Life and Annuity carriers across the UK, Benelux, Scandinavia, the Middle East and Africa (particularly South Africa). The role is an individual contributor with a direct quota focused on new ARR each year. From first contact to close the VP builds pipeline, runs account strategies, coordinates pre sales, inside sales and the UK regional team while owning the customer relationship and deal strategy.

• Build, qualify and manage a pipeline of net new Life & Annuity carrier opportunities across the EMEA region.
• Deploy structured strategies for securing new insurance carrier accounts - personal network outreach, alliance channel activation, targeted event marketing and inside sales.
• Leverage Oracle partner relationships to source introductions, co sell referrals and joint pipeline across the territory.
• Represent Equisoft at EMEA insurance industry events, carrier forums, analyst briefings and technology conferences.
• Engage and cultivate relationships with system integrators, consultancies and advisory firms to generate additional pipeline channels.
• Lead the full enterprise sales cycle from prospecting through commercial close, including discovery, solution positioning, business case development, proposal, negotiation and contract execution.
• Build carrier specific value propositions grounded in client business outcomes and navigate multi stakeholder buying committees.
• Lead and optimise responses to RFP/RFI processes with commercial rigor, carrier specific relevance and clear differentiation versus competitors.
• Coordinate internal resources - pre sales solution engineering, professional services, product, legal and executive sponsors - to build compelling, deliverable, commercially sound proposals.
• Manage Proof of Concept engagements with the pre sales team and progress toward technical and commercial close.
• Negotiate commercial terms, pricing structures and contractual frameworks in partnership with legal and finance teams.
• Schedule, arrange and participate in technical and functional presentations to insurance carrier prospects alongside solution consulting and engineering teams.
• Build and maintain active local working relationships with Oracle Prime and Co prime partner representatives, attend partner events and co develop joint go to market activities.
• Serve as primary relationship holder with regional alliance and system integrator contacts, supported by the EMEA Region Head and the Chief Sales Officer.
• Maintain strong post close relationships with carrier accounts, support Account Managers for expansion ARR opportunities (new modules, additional lines or subsidiary accounts).
• Maintain accurate, current records of all pipeline activity, account interactions and deal progression in HubSpot CRM - pipeline accuracy is a condition of plan participation.
• Provide deep market intelligence to Product and Marketing, analyse market trends, regulatory developments (SolvencyII, IFRS17, local market dynamics) and carrier strategic priorities.
• Present regular pipeline and activity reports to the CSO and contribute regional market perspective to Equisoft's global EMEA expansion planning.
• Participate in weekly team stand ups outlining upcoming activities and bi weekly sales team forecast calls; focus on committed and upside deals for the fiscal year.

• Bachelor's degree in a technical field or equivalent combination of education and enterprise sales experience.
• 10+ years of SaaS enterprise sales experience in a hunter/new logo capacity.
• Proven track record selling digital and core Life & Annuity insurance technology (asset).
• Deep understanding of L&A product lines, carrier operating models, actuarial and regulatory frameworks (SolvencyII, IFRS17, local market dynamics).
• Established personal network within Life & Annuity carrier C suites across the UK and at least one other EMEA market - CIO, CTO, Chief Actuary, Chief Transformation Officer.
• Experience selling alongside or through Oracle, Guidewire or major SI partners (Capgemini, Deloitte, Accenture, TCS) in an EMEA context.
• Proven ability to close complex, multi stakeholder enterprise deals with 12-24+month sales cycles and contract values of $1M+ ARR.
• Experience working with life & annuity insurers or in a consulting role serving L&A carriers.
• Ability to travel across the EMEA region for events or client visits.
• Multilingual capability - English required; Dutch, French, German, Swedish, Norwegian or Danish an advantage.
• Exceptional consultative selling skills - sell business outcomes and transformation value, not product features.
• Strong value selling ability at executive level; executive presence and credibility in C suite and Board level conversations.
• Highly proactive, persistent hunter mindset - build own pipeline and navigate complex organisational barriers.
• Strong analytical skills - evaluate market trends, identify new opportunity areas and build data informed account strategies.
• Proficiency with HubSpot CRM (or equivalent) - forecast accuracy and pipeline discipline are expected.
• Ability to work autonomously in a scaling, entrepreneurial environment.

• Private Medical Insurance.
• Life Insurance.
• Pension matched contribution.
• Flexible working hours.
• Educational support (LinkedIn Learning, LOMA Courses, Equisoft University).
• Remote work available.

Equisoft is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.